Comments on: Why Be Afraid of High Probability Selling? http://highprobabilityselling.com/2009/09/24/why-be-afraid-of-high-probability-selling/ direct - open - transparent Sat, 04 Feb 2012 10:27:55 +0000 hourly 1 By: Jacques Werth http://highprobabilityselling.com/2009/09/24/why-be-afraid-of-high-probability-selling/comment-page-1/#comment-7052 Jacques Werth Mon, 28 Sep 2009 17:30:06 +0000 http://highprobabilityselling.com/?p=399#comment-7052 Charles, I think you are right about the Fear of Loss. Most salespeople believe that every contact with a live person transforms that person into a “prospect,” and if they say the right things, that prospect will buy. So, they spend most of their time and resources on low probability prospects. They seldom get it that you cannot lose what you don’t have. In reality, even after a prospect has said “Yes,” to your prospecting offer, there is still nothing to lose. It’s just another step in the sales process. At each step, your probability of completing a sale should increase. If it does not increase, the winning strategy is to temporarily disqualify the prospect. It is a simple, but powerful, strategy to spend most of your selling time with high probability prospects. Jacques Charles,

I think you are right about the Fear of Loss.

Most salespeople believe that every contact with a live person transforms that person into a “prospect,” and if they say the right things, that prospect will buy. So, they spend most of their time and resources on low probability prospects. They seldom get it that you cannot lose what you don’t have.

In reality, even after a prospect has said “Yes,” to your prospecting offer, there is still nothing to lose. It’s just another step in the sales process.

At each step, your probability of completing a sale should increase. If it does not increase, the winning strategy is to temporarily disqualify the prospect. It is a simple, but powerful, strategy to spend most of your selling time with high probability prospects.

Jacques

]]> By: Charles Himmer http://highprobabilityselling.com/2009/09/24/why-be-afraid-of-high-probability-selling/comment-page-1/#comment-7043 Charles Himmer Fri, 25 Sep 2009 16:58:58 +0000 http://highprobabilityselling.com/?p=399#comment-7043 Jacques you did a good job articulating this. I find myself talking to people often these days about High Probability Selling and I think the fear I'm finding the most people getting caught up on is The Fear of Loss. It seems like its a hard concept to get that taking a no quickly and respectively will mean more yeses. Jacques you did a good job articulating this. I find myself talking to people often these days about High Probability Selling and I think the fear I’m finding the most people getting caught up on is The Fear of Loss. It seems like its a hard concept to get that taking a no quickly and respectively will mean more yeses.

]]> By: Richard Himmer http://highprobabilityselling.com/2009/09/24/why-be-afraid-of-high-probability-selling/comment-page-1/#comment-7040 Richard Himmer Fri, 25 Sep 2009 01:55:08 +0000 http://highprobabilityselling.com/?p=399#comment-7040 From my experience, HPS is a recipe for joy, one of life's greatest motivators. Once I overcame the fear of fear here is what I am experiencing. The joy of success. The joy of being accepted and appreciated. The joy of accomplishment. The joy of overcoming fear. Ultimately, the joy of trust and respect with everyone I choose to work with. From my experience, HPS is a recipe for joy, one of life’s greatest motivators. Once I overcame the fear of fear here is what I am experiencing.

The joy of success.
The joy of being accepted and appreciated.
The joy of accomplishment.
The joy of overcoming fear.

Ultimately, the joy of trust and respect with everyone I choose to work with.

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